Harvard Business Essentials Guide to Negotiation

Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.

Amazon Sales Rank: #40626 in Books Published on: 2003-07-01 Original language: English Number of items: 1 Binding: Paperback 192 pages ISBN13: 9781591391111 Condition: New Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!

About the Author Harvard Business Essentials The Reliable Source for Busy Managers The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.

Most helpful customer reviews 34 of 38 people found this review helpful. Solid, but nothing special by Jaewoo Kim This is a good book to buy first if you want to understand the basics of negotiations. I thought the first 40 pages were very stimulating. The rest would be borne. If you already know and understand what BATNA, then do not bother buying this book. The explanation of the Book of Batna and its importance in any negotiation is worth its price and your time. 10 of 12 people found this review helpful. Basics of negotiation by Elijah Chingosho the "Harvard Business Essentials Guide to Negotiation" is a great introductory book the layout of the basic conditions for successful negotiations. Step by step, the book explains the skills that are needed are to conduct effective negotiations. The book explains the distinction between distributive and integrative negotiation. Distributive bargaining is to divide a fixed amount of resources that results in a win-lose, while the integrative negotiation for one or more facilities that could be mutually beneficial outcomes of integrative bargaining is preferable to distributive bargaining, because the integration process of building long term relationships and facilitates future partners. The bonds negotiators and may leave the negotiating process feel they have earned. The reason distributive bargaining is common in organizations is that you usually do not open with the information and are not candid about their worries. Often there is a lack of trust and empathy. The book also describes the concept of BATNA, that is the best alternative to a negotiated agreement or the minimum acceptable for a person for a negotiated settlement. All the offers you receive, which is higher than your Batna is good, and for the same reason, you can not expect the other party to accept an offer that is lower than their Batna The book also highlights other key elements of a negotiation of success, including the need to prepare and plan, it is clear the basic rules that justify the issues on the negotiating table, negotiations and conflict resolution, and closure and implementation book is well written and easy to understand and follow. Suggested reading for beginners to trade. 7 of 8 people found this review helpful. Debate with Anthony Brown, I think those types of books work best when used as a modeling diagram and a method of teaching. How many books I've read, there was a feeling of repetition. I think overall it is a good introductory book for the ability to negotiate, but not what I was looking for. See all 12 customer reviews ....